Andrea Traverso and Tim Katerberg co-wrote this blog post with Sean Moran.
For more ZS insights on the impact of COVID-19, visit zs.com/COVID19.
In the wake of the COVID-19 pandemic, middle-market companies are facing unique challenges and need to adjust their sales and customer outreach processes quickly to adapt to new economic and social realities. Beyond the most important initial concerns about health and safety, sales reps are also losing their sense of purpose at work as deals they were working on slow down, and their natural habitat of being in front of customers is taken away. However, with these new challenges come opportunities, as well. This week, ZS co-hosted a virtual roundtable for a private equity fund comprised of the commercial leaders at middle-market companies across B-to-B sectors and life sciences. Here are the early actions that these leaders are taking to address these issues, and how they’re finding new opportunities along the way.Read More